Sadly, those who get the job are not necessarily the “best qualified” candidates,
they are just the “last ones standing” after an elimination process. The question
then becomes, how can you avoid the “negative” elimination? Answer: Delta Force
Positive.
The first step comes with the realization that you are of little importance to those
doing the interview. Oh, sure, they are smiling and asking all kinds of questions
about you and your skills. But, in fact, they care only about themselves, their
departmental needs, and their missions. Once you understand this, you are on the
road to victory.
Delta Force is one of the most elite commando units our military has—very deadly
and very effective. I call this tip Delta Force Positive because, while you are
being graded negatively in the interview, you are going to counterattack with positive
strategies and simply derail the interviewer. My advice: Empower your boss.
Recruiters, HR professionals, and hiring managers are trained to make you talk 80
percent of the time while they talk only 20 percent of the time. Your job is to
turn the tables, and the easiest way to make them talk about themselves is to ask
them “empowering” questions about their department, their missions, their careers,
and themselves.
Here are three samples of Delta Force Positive questions:
1. What three things are you doing now to make this company (department) be even
more successful? What do you need to achieve these goals?
2. During your time with this company, what has made you most proud?
3. What three things does this company bring to the table that makes its products
or services more valuable than the competition?
Consistently guide the conversation away from yourself and toward those issues and
goals that management embraces, and force those you are interviewing with to speak
in positive and proactive terms about themselves, their company, and mutually shared
goals and values. Turn the tables. Force the conversation onto a positive platform,
and then back up your questions with examples from your career where you’ve made
a positive difference. The results will be stunning.
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